Organic and acquisitive growth

SCORA steps in when growth is not creating enough value, when a market or a channel must be opened, or when management or an investor is considering an acquisition, a disposal or a carve-out. The experience covers both sides of the transaction, buy side and sell side.

Organic growth

• organic growth, international development, market penetration;
• new segments, new applications, new channels;
• profitable growth.

Commercial excellence and pricing

• value proposition, business case, total cost of ownership, solution selling;
• value-based pricing and selling, floor, target and walk-away prices, discount governance, price leakage;
• customer, product and segment profitability, key account management;
• channel economics (direct, distributor, agent), distribution strategy.

M&A strategy and due diligence

• acquisition strategy, build or buy, target universe and selection;
• strategic, industrial and commercial fit;
• commercial and industrial due diligence, profitability, risks and synergies.

Transaction and integration

• valuation, negotiation, letter of intent, deal thesis and structure;
• post-acquisition integration, 100-day plan, synergy tracking;
• value creation plan.

Carve-out and divestment

• carve-out: strategic rationale, standalone model, operational separation, transaction readiness;
• divestment: strategic positioning, valuation, buyer identification, negotiation, through to closing.

Examples

• DOMO Chemicals: acquisition of Solvay's polyamide 66 business, led the due diligence and negotiation team from letter of intent to signing, with no P&L responsibility.
• Michelin: external growth in speciality materials, qualified and prioritised target universe (interim management, 6 months).
• Bosc & Izarn: interim general management, then sale to RAGT Plateau Central.
• Aceto: international distribution strategy in speciality chemicals (consulting, 1 year).
• Unnox Group: business development with European polymer producers (consulting, 10 months).

Typical deliverables: market assessment, growth strategy, pricing model, customer profitability analysis, M&A target universe, due diligence, deal thesis, post-acquisition integration plan.